This study aims to present the differentiating factors of B2B salesperson competency through comparing the suppliers and buyers in Korean steel industry in their perception on the importance and priority of B2B salesperson competency. Based on previous studies, analysis on B2B salesperson competency has been analyzed using the B2B salesperson performance competency measure factors and appropriately reorganizing them for better application to the steel industry. The required performance competencies of B2B salesperson can be categorized into 3 different types, namely social exchange competency, advisory sales competency, and skill & knowledge competency. AHP analysis was performed for analyzing the relative importance of B2B salesperson competency based on the factors of previous studies, in which categorization of the aforementioned types had been done. As the result, first, it has been confirmed that there is a difference in 1st layer main factors between the supplier group and buyer group. The supplier group valued the advisory sales competency, while the buyer group valued skill & knowledge competency. Second, it has been proved that there is same result of relative importance in 2nd detailed factors between the supplier group and buyer group. Both group confirmed that customer member, identify customer needs and communication skill are very important factors. Third, as the result of analysis on the gap between B2B salesperson competency of the suppliers and buyers, the gap in the product knowledge and sales team member need improvement for buyer’s satisfaction according to overall results of relative importance and priority. The steel supplier was able to develop B2B salesperson competency according to the buyers’ needs based on the result of this study, and furthermore it is expected that this study will be able to contribute to increase in buyer competitiveness through differentiation in B2B salesperson competency.

As the business environment is rapidly changing with globalization and complexity of information flows, the uncertainty is also very increased for project environment. Although many studies have been conducted to find out the critical factors for project success, there still exist different views to define project success. Furthermore, implementing success formula for one project does not necessarily guarantee a success for another project since there are other elements that impede the success of project. In this regards, it is imperative to examine what are the barriers to project success. This study aims to examine the barriers that impede the success of project. Past literature was thoroughly reviewed to collect and develop a preliminary list of elements that affected project performance negatively. Experts were interviewed to refine the list and the final list of the measurement items were developed. A survey questionnaire was developed with the final list of measurement items, and a survey was conducted on the practitioners with project experience. After the survey, an exploratory factor analysis was conducted on the final list to extract the component dimensions which in turn formed the group of project barriers. The exploratory factor analysis provided ten factors, which are difficulty of process management, failure of project feasibility analysis, cost overruns and lack of cost benefits, unclarity project plan, strategic consistency error, stakeholder conflict, inaccuracy of requirement definition, disturbance of communication, technical environment change, negative attitude of top management.

Stakeholder management in construction projects is an important factor in project performance creation. The purpose of this study is to verify the effect of the recognition of the importance of the quality influence factors among the stakeholders of the construction project on the perceived quality and the project performance. The impact of the project management methodology on the project performance has been actively researched, but there is little research result on the project stakeholders. The projects to be researched are apartments and buildings that have been completed within the last five years of domestic large construction company. The method of survey is to measure the consensus of the importance of the quality influential factors among the three parties such as the ordering party, the design supervisor and the constructor, and confirm whether the agreement affects the quality of the actual project. Finally, the research model was verified by surveying the satisfaction of the client on the final product. The results are as follow. The degree of agreement on the importance of quality influential factors among stakeholders has a significant effect on perceived quality. In the relationship between perceived quality of influence factors, organizational (support) quality influenced technological quality and managerial quality, and technological quality and managerial quality also have significant influence on resource quality. The results of analysis showed that perceived quality of resources strongly influenced project performance. The remaining three experienced qualities also significantly affect project performance.

This study aims to objectively measure the efficiency of nanotechnology R&D programs by systematically evaluating the inputs and outputs of nanotechnology R&D activities and to find implications for improving the efficiency of nanotechnology R&D programs. Data on input factors such as R&D investment, R&D manpower, R&D period, and output factors such as paper, patent, and commercialization for R&D projects which started from 2008 or afterwards and ended by 2011 are gathered through National Science and Technology Knowledge Information Service, which are used for efficiency evaluation. In this study, we analyzed R&D efficiency in detailed technology units in depth. The process taken in this study is as follows. First, the basic statistics of input and output factors to compare and analyze R&D investment, R&D manpower, R&D period, paper, patent, and commercialization status by technology unit are analyzed. Next, DEA models are utilized to derive the overall efficiency, pure technology efficiency, and scale efficiency by conducting the efficiency evaluation for each technology unit, from which implications for strategic budget allocation are derived. In addition, partial efficiency evaluation is conducted to identify advantages and disadvantages of each technology unit. In turn, cluster analysis is performed to identify similar technology units, from which implications for efficiency improvement are derived.

The cooperative relationship between Employer and Contractor in the construction industry is the most important factor to achieve the project success. Employer shall draw the Contractor’s cooperative behavior during executing the project. A study on the impact of the Owner’s power on the contractor’s cooperative behavior is rare in the construction industry in Korea even though the negative impact of the high-power distance between the Employer and the Contractor has been a hot issue in Korea. In this empirical study, it is shown that the Employer’s power can address the contractor’s cooperative behavior. The respondents were mostly employees in the domestic construction companies who have experienced in the construction projects. The total number of respondents was 317 effectively. The multiple regression analysis using SPSS 21.0 were conducted to verify the hypotheses. In conclusion, the Mediated Power is positively associated with the In-Role Behavior and with the Extra-Role Behavior. Some of Non-Mediated Power is positively associated with the In-Role Behavior and with the Extra-Role Behavior. It seems that the Contract underestimate the Employer’s Expert Power. It was known that the cooperative power caused by Non-Mediated Power is good for long term relationship of the business to business transaction. So it is highly recommended that the Employer shall foster its expertise.

Recently it was known that the problems of nearshore processes and damage of berth and counter facilities frequently had appeared at the small fishery port, such as Daebang near Samcheonpo city, Korea. Here we try to analyze the impact of the rearrangement of counter facilities and berth layout adopted for tranquility of its inner harbor. Because this harbor is being connected to Daebang channel, the rearrangement of the structures might affect to the current speed and direction and wave height, so do to the sea bottom undulation. Therefore, we made model test for the several layouts of the berth and breakwater in this area. Numerical model result shows that the bottom was eroded by 1m by tidal currents and the speed of flow did not shrink, even after the construction work was completed. The direction of the sand movement was downdrift. Although the model study gave reasonable description of beach processes and approach channel sedimentation mechanism, it is necessary to compare with the field history, including the records of waves, tides and bottom materials, etc. for better prediction.